Keller Center Research Report

June 2014 (Vol. 7, Iss. 2)

Is Work-Family Balance Possible?

Dawn Carlson, PhD, K. Michele Kacmar, PhD, Joseph G. Grzywacz, PhD, Bennett Tepper, PhD, and Dwayne Whitten, DBADo you have a balanced work and family life? For many, this question is difficult to answer because the definition of “balance” varies. Regardless of the definition, it is clear that the demands of work can impact an individual’s...Keywords:Customer Relations, Management, Marketing and Sales(READ THIS ARTICLE)

Unmasking the High-Performing Salesperson

Christophe Fournier, PhD (France)This article is written to help “unmask” the qualities of high-performing salespeople in the context of task and time management preferences to help managers and agents achieve the greatest business outcomes. Understanding an agent’s task and time preferences can help increase...Keywords:Management, Marketing and Sales(READ THIS ARTICLE)

Managing Consumer Resistance to Internet-Based Services

Athanasios G. Patsiotis, PhD (Greece), Tim Hughes, PhD (UK), and Don J. Webber, PhD (UK)Internet-based applications are very commonplace within business and personal contexts. Online banking, chat-based customer service, and shopping are just some of the e-functions that permeate our day-to-day lives. Some consumers, though, show great resistance...Keywords:Customer Relations, Management, Technology(READ THIS ARTICLE)

INSIDER: The Ambivert Advantage

Clint Justice, MBA CandidateAre extraverts are the best candidates for sales positions? Despite the proliferation of this assumption in numerous sales organizations, studies have shown that there is a weak and inconsistent relationship between extraversion and sales performance. In fact, recent studies indicate that...Keywords:Customer Relations, Insider, Management, Marketing and Sales(READ THIS ARTICLE)

INSIDER: Sales and Marketing the Six Sigma Way

Natasha Ashton, JD/MBA CandidateEfficiency, process improvement, and value creation are not just buzzwords in today’s business world; they have become the foundation for real, sustainable competitive advantage. However, the path to achieving or improving upon these fundamental concepts is not always clear...Keywords:Customer Relations, Insider, Management, Marketing and Sales(READ THIS ARTICLE)